Episodes

  • S7E3 - Selling Against the Competition and Sales Interviewing Best Practices

    S7E3 - Selling Against the Competition and Sales Interviewing Best Practices
    Mar 9 2026
    Handling objections is more than just memorizing the battle card. Richard and Scott go head to head on how they would sell against each other giving you the perfect objection handling best practices without bashing the competition. They then dive deeper in how to score more interviews, improve your resume and tell your story in the competitive job market of the sales industry.
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    28 mins
  • S7E2 - Sales Strategies, Trends, and Insights: Shifting to RTO

    S7E2 - Sales Strategies, Trends, and Insights: Shifting to RTO
    Feb 26 2026
    Richard Harris and Scott Leese discuss the return to office debate - exploring how company size, sales team experience, and deal sizes are impacting remote vs. in-person work policies. We also tackle the challenges of learning new cloud coding skills amidst busy schedules, and the temptation to simply avoid it.
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    31 mins
  • S7E1: Front Row Frankie - The Secrets to Achieving 'No Bad Days'"

    S7E1: Front Row Frankie - The Secrets to Achieving 'No Bad Days'"
    Jan 12 2026
    Back for Season 7! Special guest Front Row Frankie joins us dive deep into the world of entrepreneurship, sales, and personal growth. Discover Frankie's unique "No Bad Days Mindset" and learn how to build a thriving business while overcoming life's challenges. This insightful conversation is a must-listen for anyone looking to take their career and mindset to the next level.
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    42 mins
  • S6E36 - Navigating the Shift from Remote to Hybrid: Strategies for Sales Teams

    S6E36 - Navigating the Shift from Remote to Hybrid: Strategies for Sales Teams
    Nov 24 2025
    In this episode of the Surf and Sales podcast, Scott Leese and Richard Harris sit down with Victor Vatus, the CEO and founder of TrackRec, to discuss the evolving landscape of sales hiring and the challenges facing both employers and candidates. Victor shares insights on the growing demand for industry-specific experience, the shift from remote to hybrid work, and the concerning trend of "overemployment" among some sales professionals. The conversation delves into the nuances of how different industries approach hiring, the importance of building a strong company culture, and the long-term consequences of trying to "double-dip" on jobs. Whether you're a sales leader navigating the changing hiring landscape or a salesperson looking to stay ahead of the curve, this episode is packed with valuable insights and practical advice. Tune in to learn how to position yourself for success in the ever-evolving world of sales.
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    33 mins
  • S6E35 - Chris Albro -From Fish Washer to CRO: An Unconventional Path to Sales Leadership

    S6E35 - Chris Albro -From Fish Washer to CRO: An Unconventional Path to Sales Leadership
    Nov 17 2025
    Chris Albro, the CRO of People.ai joins the Surf and Sales podcast. We discuss the challenges of maintaining data quality in CRMs, how to proactively addresses customer concerns around AI, and the generational differences in work ethic and expectations. Chris also shares insights on the evolving sales landscape, the impact of AI, and the importance of empathy and execution. And the next www.surfandsales.com event is happening in November 2026. #PuraVida
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    50 mins
  • S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy

    S6E34 - Jack Frimston - Dialing for Dollars Better with Sales Therapy
    Sep 22 2025
    Jack Frimston joins the Surf and Sales podcast and shares amazing insights on brining the humanity back into sales including: The power of the "memento mori" mindset: Frimston explains how the Stoic principle of "remembering you will die" can help sales reps maintain a healthy perspective and focus on truly serving their clients. Mastering the art of outbound prospecting: Frimston discusses the differences in phone engagement between the UK and US markets, offering insights on how to navigate the "Wild West" of outbound sales in the modern era. Applying therapeutic techniques to sales: Incorporating strategies from Alcoholics Anonymous and Socratic questioning into his sales framework, helping reps build genuine connections with buyers.
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    34 mins
  • S6E33 - Mark Hunter - Your commission breath ruins authenticity

    S6E33 - Mark Hunter - Your commission breath ruins authenticity
    Sep 15 2025
    Sales legend Mark Hunter joins Scott Leese and Richard Harris for a can't-miss conversation packed with practical sales wisdom and plenty of laughs. Mark shares his proven strategies for building genuine relationships, staying focused on the right prospects, and maintaining a positive mindset - even when the game seems rigged against you. Everything discussed in this podcast is practical and easy to understand and implment. Here are just a few The 'power of belief' that can turn any sales situation around Mark's '10 AM Rule' for starting each day with a win The surprising reason why 25 quality conversations per week is all you need
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    45 mins
  • S6E32 - Guillaume Jacquet - The Formula for Predictable Growth

    S6E32 - Guillaume Jacquet - The Formula for Predictable Growth
    Sep 15 2025
    Scott, Richard, and Guillaume "G" Jacquet, the co-founder and CEO of Vasco, dive into the challenges of building a predictable revenue engine for startups and scale-ups. G shares his hard-earned lessons from his first entrepreneurial venture, emphasizing the importance of finding your ideal customer profile and developing a repeatable sales process before scaling. Scott and Richard offer their seasoned advice, stressing the need to simplify messaging, avoid buzzwords, and focus on the specific pains you solve rather than just listing product features. The trio also discusses the tricky balance of founder-led sales versus bringing on the first sales hires, and how to effectively document and transfer that institutional knowledge. #FounderLedSales #RevenueGrowth #IdealCustomerProfile #SalesProcess #PredictableRevenue
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    43 mins